The Cornerstone of ABM Success

1. The Cornerstone of ABM Success www.salesmarkglobal.com www.salesmarkglobal.com

2. Account Based Marketing (ABM) operates based on precision and concentration on the right objectives. These are some of the customer aspects that when understood fully are the key to establishing and maintaining good symbiotic relationships with high-value customers. This journey starts by carefully segmenting and defining its target market down to the tiniest detail. INTRODUCTION www.salesmarkglobal.com

3. The Foundation is a progressive organization because it recognizes individuals’ values, and champions equal rights for all. • Using big data is very important while developing the Ideal Customer Profile (ICP). The idea of this is to provide a clear and scalable approach to your outreach. It is possible to sort your target accounts based on the reception of the content: firmographic data (including the company size and the industry), behavioral data (including the visits to the website), and the views of videos or articles. This not only gives you an opportunity to segment views and targets but also helps in presenting the content and the message accordingly. Data-Driven Targeting www.salesmarkglobal.com

4. Before picking the chap who will be conversant with the art of conversation, there are certain factors you need to consider and study more closely. • That way, it will be easier for you to compose the right messages to the target segments of the defined audience. Imagine sending content that’s tailored to address a specific account’s key issues, presenting the ways that your product resolves them. This level of personalization makes the dialog profoundly real and positions you not only as some salesperson who comes to pitch the product but also as an expert. Personalization www.salesmarkglobal.com

5. Below are some examples of organizations that have utilized AMB effectively. But, simultaneously, they reveal that ABM is most effective when social is built specifically for each target account. Personalisation through ABM in action www.salesmarkglobal.com

6. Cisco wanted to present its solutions for infrastructure growth to revive relevant technology organizations. To do this, outreach involved developing content campaigns based on the target account’s needs and offering case studies, webinars, and white papers. This approach is an echo of Account-Based Marketing (ABM) in which personalization is the core principle. Several sources have stated that the conversion rate by ABM campaigns is higher by 5 times compared to conventional marketing.  Cisco’s targeted content for effective ABM www.salesmarkglobal.com

7. Through this, Adobe was able to build smart content for the prospect accounts with tailored case studies and platform updates to its marketers. Such a targeted approach led to the improvement of their click-through and conversion rates by X% of the marketing automation solution targeting large enterprise marketing directors. They are able to attract more quality leads and they are able to sell their products much faster than before. Personalised Landing Page Increases Lead Captures for Adobe www.salesmarkglobal.com

8. Social media platforms served the purpose of raising the profile of IBM by involving the target healthcare organizations with the company. From following the leaders, connecting with the group, and publishing the right material, they were overwhelmed, or rather, overcharged with mentions and attention from CEOs of healthcare organizations. It brought attraction and proved that social media could be useful in B2B ABM for further reaching out to potential clients.  IBM’s Healthcare Hustle: www.salesmarkglobal.com

9. THANK YOU! www.salesmarkglobal.com www.salesmarkglobal.com